Want to really stand out from all the other salespeople out there? Try doing what others aren’t: sending video follow-up messages. Regardless of what industry you’re in, you have a product or service whose features or results are visually appealing.

Why are we so resistant to follow up? What is it about this extremely important habit that’s so off-putting? What makes us reticent to do that which is in our best interest AND in the best interest of our customer? And what do we do to fix it?!

What’s an effective voicemail? It’s one that your customer will actually respond to. What an idea! I do think it’s appropriate to leave a voicemail as long as you’re doing it properly, which is what we’re going to talk about next.

In a society that cherishes and rewards speed, texting is an awesome tool. We can send and receive information in the blink of an eye. We can stay visible with a single emoticon. We can confirm an appointment with a single tap. We can make someone smile with a well-picked GIF. So, the question is asked: to text or not to text as a means of following up with a prospect?

Too many salespeople choose the communication method based upon their own personal comfort levels, rather than the most effective tool for the job. Are you selecting your follow-up medium based on what is easy for you or what is effective for your prospect?

You wouldn’t just show up at your dentist’s office without an appointment. You wouldn’t start cooking without checking to see that you have the proper ingredients. You wouldn’t go on a trip without packing first. In both life and in sales, proper preparation is everything. You need a plan, and then you need a dedicated time frame in which to execute that plan.

I suffer from telephobia. Look it up! It’s a real thing! The truth is A LOT of people suffer from the same affliction. It’s just not a fun thing to do! Unfortunately, many of those people, myself included ARE IN SALES! Phone follow-up is a critical part of our jobs. I’ll share with you my tricks for getting over telephobia.

Think about the things in your life that might be personalized: a letter or greeting card, a meaningful gift from a loved one, an article of clothing, maybe even a house. Why do we love personalization? It’s because it makes us feel special and important. Are you making your customers feel important throughout the sales process?

The truth is most emails (even mine!) get deleted before they’re ever read. I think it’s safe to say the excitement of hearing “you’ve got mail” is gone. Today, you’ve got to do a lot to stand out and command attention. And that’s especially true of your follow-up emails!

Do you close every sale on the first customer interaction? If so, congrats! For us mere mortals, we must view follow-up as our response to hearing “not yet.” In its best form, follow-up is a continual conversation that begins at the first customer interaction and continues through the purchase process. This means, as sales professionals, we must do everything possible to shorten the buying cycle and get to the close as quickly as possible.